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The art of negotiation : how to improvise agreement in a chaotic world / by Michael Wheeler, Harvard Business School.
Lippincott Library HD58.6 .W49 2013
Available
- Format:
- Book
- Author/Creator:
- Wheeler, Michael, 1943-
- Language:
- English
- Subjects (All):
- Negotiation in business.
- Negotiation.
- Physical Description:
- viii, 304 pages ; 24 cm
- Place of Publication:
- New York : Simon & Schuster, [2013]
- Summary:
- Shedding new light on the improvisational nature of negotiation, explains how diplomats, deal-makers, and Hollywood producers apply their best practices to everyday transactions.
- Contents:
- Embracing chaos
- A sense of direction. A map of the Pyrenees ; Prospecting ; Plan B
- Improvising. Presence of mind ; The swing of things ; Situational awareness
- Managing the process. Openings ; Critical moments ; Closing
- Mastery. Silk purses ; Wicked learning ; Fair enough
- Appendix. Twenty-five reasons to embrace chaos in negotiation : a strategic road map.
- Notes:
- Includes bibliographical references and index.
- ISBN:
- 9781451690422
- 1451690428
- 9781451690439
- 1451690436
- OCLC:
- 828265178
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